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Nudging Sales Performance: Insights from Behavioral Economics
Key Takeaways A knowledge of behavioral economics helps salespeople identify cognitive biases, heuristics, and emotional nudges that influence consumer behavior and engineer more persuasive tactics. Whether it’s the use of nudging, choice architecture, social proof, scarcity, or the anchoring effect, these lessons from behavioural economics can transform sales performance and consumer engagement in almost any […]
Sales Assessment Score Calibration: Best Practices for Effective Performance Reviews
Key Takeaways Regular calibration of sales assessment scores is essential for fair and consistent performance evaluations across teams and supports equitable compensation decisions. Re-benchmarking should happen as often as business needs dictate — annually, every six months, quarterly, or at major organizational milestones — in order to keep your performance criteria relevant. Baking in some […]
DEI in Sales Hiring | SPQ Gold | Elevating Standards Without Compromise
Key Takeaways Data-driven assessment tools can help organizations identify diverse talent without compromising on sales standards, supporting stronger DEI outcomes. Standardized metrics and benchmarks ensure fair, unbiased candidate evaluations, focusing on skills and potential rather than subjective impressions. Targeted tests reveal unseen sales potential and deliver candidate strength insights, even for those with non-traditional backgrounds. […]
Neurodiversity in Sales Assessments: How to Design Fair Tests for All Brains
Key Takeaways Neurodiversity recognizes the natural variety of how people think and process information, which brings valuable perspectives to sales teams across the United States. Traditional sales assessments often overlook the strengths of neurodivergent candidates, so companies should update their evaluation methods to be more inclusive. By getting rid of arbitrary time limits, we can […]
How to Create ADA-Compliant Sales Assessments for Candidates with Disabilities
Key Takeaways ADA compliance in sales assessments ensures all candidates, including those with disabilities, have equal access and fair evaluation during the hiring process. Employers in the United States must proactively accommodate candidates with disabilities, following clear legal guidelines to avoid compliance risks and legal consequences. Inclusive hiring practices not only foster diversity but drive […]
Sales Assessment Benchmarks by Industry: SaaS, Pharma, and Financial Services
Key Takeaways Sales assessment benchmarks are most effective when tailored to the unique challenges and metrics of each industry, such as SaaS, pharma, and financial services. If you base your strategy on these types of generic or average metrics, you’re setting yourself up for failure. Rather, look to more tailored benchmarks that are directly connected […]
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